The real star of this episode isn't Steve DeLay, it's The Ultimate Toolkit, an 11-workbook effort co-authored with sports marketing legend Jon Spoelstra as a way to redefine ticket sales in the modern age. DeLay explains the various ways in which The Ultimate Toolkit came to form, including the reasons why its important for every franchise and athletic department to take a hard look at their revenue goals and ticket sales staff training. DeLay talks about why The Ultimate Toolkit offers up a lot of sales trainer secrets, including how to conduct group and season ticket sales, as well as boot camps. Delay also covers reasons why revenue generation sometimes remains a mystery to teams and how The Ultimate Toolkit can put each reader on the path to personal and professional success in the sports industry. Twitter: @SteveDeLay2
For more information: http://www.theultimatetoolkit.com
Fifteen years after leaving the Dallas Stars for the Texas Rangers, Paige Farragut is now one of the top executives selling tickets in Major League Baseball. Farragut talks about the highs and lows of selling both two straight seasons of World Series appearances by the franchise, as well as methodology toward keeping those customers long-term through incentivized season ticket holder programs. Farragut talks about the industry’s future, as the cusp of CRM data collection grows, so that franchises learn as much as they can about the prospective and current customers they have in the community.
With an office in Hong Kong, IMG Vice President of Business Development and Digital Media Tom Broom showcases various ideas for the future in terms of activating the globalization of sport brands. Broom explains how specific digital media rights in countries such as Singapore, India and China are exploding as demand for content as well as corporate sponsorship activation grows. Broom talks about some of the various ways in which brands such as the NFL and NBA have performed grassroots efforts to develop their brand further, creating deeper relationship ties within the Asian markets through flag football and street court initiatives. Broom also discusses the mysteries of the East by those coming from the West, as well as the differencials in culture for those sports executives attempting to envelope themselves in Asian customs and mindset.
Matt McGovern is running one of the top smaller promotions for unarmed combat sports with World Fighting Championships. McGovern covers not only the Las Vegas-Tahoe-Reno markets with his fights, but also into Louisiana with an eye on the Pacific Northwest. McGovern talks about some of the challenges he faces while running boxing and MMA promotions, as well as whether multiple major fight leagues can exist and stay on-par with the UFC promotions around the world. McGovern discusses his business acumen approach to the entire promotion game, which he considers lacking in some of the other fight promotions. Twitter: @WFCFights